Colleges and universities have increasingly turned to fundraising as an opportunity to meet short- and long-term goals of the institution without increasing tuition and adding to the student loan burden. As a result, there is increased competition among institutions and non-profits to appeal to the motivations of donors to support their institutional missions. Luckily, much literature exists on what motivates donors to give and literature on how to structure a higher education development organization is emerging. The purpose of this study is to understand better how an exemplary organization is using donor motivation to achieve its fundraising goals through the conceptual framework of Schein's (2017) organizational culture. This framework is useful in understanding both the implicit and explicit activities of the organization to provide a better understanding of how donor motivation is used to produce fundraising results. Qualitative research methods were used to construct a case study supported by thick descriptions to answer the central research question: How does an exemplary fundraising organization incorporate information on donor motivation into its culture. Semi-structured interviews were conducted with fundraisers and a review of documents and observations were used to the triangulate findings. From the collected data, six themes emerged: centering the donor in the fundraising process; focusing on the institution's mission and priorities; having systems and processes that facilitate fundraising work; focusing on how fundraising work is done by building trust, transparency and collaboration; stewarding donors and demonstrating impact; and having good leadership. These findings are discussed in how they help the organization achieve success and operate within the organization's culture. Finally, implications for fundraisers and organizational leaders and recommendations for future research are provided. [The dissertation citations contained here are published with the permission of ProQuest LLC. Further reproduction is prohibited without permission. Copies of dissertations may be obtained by Telephone (800) 1-800-521-0600. Web page: http://bibliotheek.ehb.be:2222/en-US/products/dissertations/individuals.shtml.]